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About this newsletter
This month's newsletter contains the fourth article in
a series of four dealing with selling through direct and
indirect channel models. In June, July and
September 2005, we featured articles dealing
with "Building a Sales Pipeline", "Developing a
SOLUTION with your Prospect", and "Forecasting:
Why bad things happen to good people". This month
the main article deals with "Empowering your Channel
Partners". I hope you will find it interesting.
Earlier in the year we completed work with a Silicon
Valley company dealing with effectively representing
and delivering the company's message and business
value proposition to its internal sales force, its
resellers, and other partners. We worked with its
sales and marketing representatives to bridge the
gap between them and deliver the right tools to
enable sales people to have more effective
conversations. This resulted in significant
improvements in opportunity qualification ratio. We
are featuring their story in this newsletter.
Remember to register for MarketingSherpa 2005 Lead
Generation Summit being held in San Francisco on
November 17 and 18. See below for registration and
other information.
With Q4 almost over and 2006 right around the
corner, isn't it time for your company to evaluate and
then implement a sales methodology that will bring
discipline and consistency to your selling behaviors?
Wouldn't you want your sales people to generate
the revenue and forecast accuracy you and they
deserve?
Aside from promoting our services, our intent with
this newsletter is to offer industry news, success
stories you may relate to, new books we have found
interesting reads, and other information that relates
to organizational sales enablement and improvement
of sales performance.
We always welcome your thoughts, comments
and suggestions. Email us at info@keyroad.com.
Good reading.
newest white paper...
Forecasting: Why Bad Things Happen to Good People... |
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Check out our newest white paper titled:
Forecasting: Why Bad Things Happen to Good People
Picture this.
It’s the last week of the month. Each sales rep
provides his manager his forecast with his best guess
as to what will close this month. Taking this
information, the sales manager prepares her forecast
and submits it to her VP sales Americas. He turns
around and prepares his forecast to his VP worldwide
sales. When the forecast gets to the CFO, CEO, and
the Board, the forecast has been touched by many
with their own guesses, biases, and wishful
projection to attain Nirvana this month. (This story
applies to quarterly forecasts too, as many sales
people know).
The month comes to a close and
suddenly the sunshine, smiles, and optimism
disappear as time comes to justify what transpired.
Revenue was missed by 20% to 40%, less than 50%
of the sales reps met their quotas, and the expenses
and inventory increased significantly based on the
original forecast. Does this sound familiar? If you
have been in such a situation, and if you were the
VP sales (worldwide, Americas, or regional), how did
that make you feel?
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| success story... Pronto Networks Inc. |
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Pronto Networks helps network operators,
cities and local governments deploy and manage
metropolitan-wide networks. Using Pronto
applications, clients can provision, configure,
authenticate, control access, secure, and process
pre-paid and post-paid billing and roaming settlement
for large public WLAN networks. They can also
remotely manage and update multi-vendor hardware
and Wi-Fi switches.
Results achieved: (i) The SRM® toolkit delivered by
KeyRoad enabled us to arm our sales team, partners
and resellers to initiate a relevant dialog around our
prospect’s pain points; (ii) Pipeline is being built with
better qualified opportunities; (iii) Our conversations
with our prospects are centered on critical business
benefits they can achieve and not about the feature
and functions our products bring to the market.
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| MarketingSherpa 2005 Lead Generation Summits |
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We all know how important lead generation is to our
sales results. To that effect, KeyRoad invites
you to save $100 off the admission to
MarketingSherpa’s 2005 Business-to-Business Lead
Generation Summit on November 17-18 in San
Francisco. Reserve your ticket to save:
http://SalesLeadSummit.MarketingSherpa.com
Attend these advanced training sessions:
- 6 advanced training seminars on lead generation
via search marketing (PPC & SEO), public relations
(online & off) and web site revamps
- 4 advanced training seminars on nurturing leads
to shorten the sales cycle and measuring your results
(includes email & client evangelism tactics)
- 4 Case Studies presented by marketers at
Sybase, Red Hat, B&K Precision Instruments, Miller
Heiman, and XOSoft
Plus, non-stop networking with your peer at
breakfasts, lunches, and evening reception. Please
reserve your ticket by September 30th and
save $100 off the admission at:
To register, click here
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CustomerCentric Selling® book...
CCS® Public Workshop Schedule...
CCS® Newsletter... |
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Heard of the latest buzz about "loading the lips of
sales people" to enable them to diagnose a
prospect's situation before they prescribe a
solution? Get an insight into Sales Ready
Messaging® by reading this best seller:
CustomerCentric Selling®, written by Michael
Bosworth and John Holland.
To determine if the CCS® methodology is
right for your organization, experience it by
participating in a CCS® Public Workshop. Click here to see the CCS®
schedule of public workshops. When
registering, please indicate "KeyRoad" as the referring
party.
To minimize the number of emails you are receiving
from us and our related affiliations, you can now
access the CCS® newsletters directly from here.
There is no need for you to subscribe to the CCS®
newsletter. We will make sure to keep you up-to-
date every month.
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| in summary... |
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We are open for business. We welcome the
opportunity to learn more about your operations to
determine if any of our services can help you achieve
your sales goals. Let us know if you want to
learn more about:
- How to better use the telephone for success
- Pipeline grading system development aligned with
your prospect's buying cycle
- Sales tools development for each stage of the
sales cycle using the Sales Ready Messaging®
process to help sales people be more effective and
successful
- Organizational sales training
- Sales advisory and coaching services
We welcome your feedback and comments. Please
send them to info@keyroad.com. We look forward to
hearing from you.
Good selling,
Philippe Lavie
KeyRoad Enterprises™, a CustomerCentric
Selling® Affiliate
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Philippe started his career with the Portland Trail
Blazers and after three years in the world of sports,
co-founded an $8 million business in the online event
and entertainment ticketing space.
Since then, Philippe Lavie has had 20 years of direct
and channel sales, sales management, business
development, and marketing experience in the
information technology industry, both domestically
and internationally with companies like Daisy
Systems, Sun Microsystems, Onlink Technologies,
MindCrossing, and OnDemand Inc. In 2002 he created
a unique sales-performance improvement company,
KeyRoad Enterprises.
Philippe holds an MBA from one of the leading French
business schools, is fluent in English and French, and
lives in San Francisco with his wife, Carol, a learning
specialist, and their twins.
KeyRoad Enterprises
312 Douglass St.
San Francisco CA 94114
phone: (415) 229-9226
fax: (415) 934-1469
cell: (650) 996-0445
For more information or to arrange for an onsite
Executive Overview, contact Philippe Lavie
via email at: plavie@keyroad.com
To learn more about KeyRoad Enterprises, click here.
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